Middle Account Manager

The scope of this role primarily covers the entire geographical region of Poland, serving customers across the food and beverage industry as required by the business. Support for customers outside Poland may also be required and is expected based on business needs. This role involves frequent business travel, both domestically and internationally, and therefore requires a valid driving licence.

The ideal candidate will have a minimum of 3 years' experience in B2B sales, with a proven track record of delivering solid sales results through effective relationship building, successfully developing new business opportunities, being able to break in doors with new customers and demonstrate the ability to master value-based selling. Experience within the food and beverage industry would be highly advantageous. Previous experience with, and understanding of, specialty ingredients would be beneficial. Knowledge of food colours and/or application experience would be a significant advantage. The successful candidate should demonstrate a strong drive for personal and professional growth and a continuous desire to develop.
The role reports directly to the Head of Sales North & East Europe.

Key Responsibilities:

Sales Execution (short term) 

• Deliver sales in accordance with overall revenue budgets by customer and estimates for assigned customer portfolio.
• Prospect new customers in line with Oterra strategy, needs and targets to expand portfolio and drive an increased share of wallet in the market.
• Drive customers’ product portfolio with respect for innovation and contribution, delivering a sustainable and profitable business.
• Proactively monitor customer sales trends and identify and implement corrective actions as required.
• Forecast customer needs and work with customer contracts from your customer portfolio to the broader organization and work with Operations to manage supply where appropriate.
• Use Salesforce to manage customer project pipeline and keep sales projects updated at all times.
• Review progress with Manager on a monthly basis.
• Stay relevant and updated in the food & beverage market, while understanding and monitoring its dynamics to map the competitive landscape and feedback relevant insights to the broader organization.
• Lead strategic projects within North Europe as agreed with Manager.
• Provide timely reports and information as required by management, including updates to forecasts, sales budgets and estimates.
• Monitor account receivables for own customer portfolio in alignment with accounts receivable team and where appropriate support to gain resolution.
• Undertake additional work or projects as may be required from time to time.

Account management 

• Maintain and develop business with existing customers and proactively convert opportunities with new customers.
• Map individual customers in own customer portfolio (sites, production, people, opportunities).
• Build and maintain multi-level contacts across all account.
• Plan and execute customer activities, including visits, trials, seminars, innovation days in accordance with priorities.
• Maintain all customer accounts in Salesforce and use Salesforce to log all activities, including Recaps for all face-to-face meetings, conference calls and main phone conversations.
• Support customer complaints as appropriate and solve routine customer problems as required.
• Inform management of any significant customer developments immediately.
• Develop & maintain relevant network within the Industry on a local basis.
• Discuss and obtain sign-off on pricing strategies and tactics with relevant Manager under the frame set by Commercial Development.

Business planning (long term) 

• Develop customer plans for main accounts in collaboration with Manager and broader Oterra strategy
• Screen market for new opportunities and enter ideas into Salesforce other tasks and responsibilities
• Continuous market observation with respect to product trends
• Proactively push for concepts and products to support local market and customer needs.

Team participation

• Be a positive example for the rest of the sales team in terms of conduct and effort a. Key Sales Behaviours: Planning, Executing, Following Up, Evaluating.
• Proactively share market and customer observations and learnings with colleagues and manager
• Conduct business activities in accordance with Oterra policies and applicable laws and regulations
• Actively participate in Oterra internal training and meetings in order to learn and improve
• Liaise with Commercial Development and Innovation as required to meet local sales objectives
• Provide constructive feedback to colleagues to help improve team performance (across borders)

Topics requiring coordination with Manager 

• Pricing strategy
• All investment proposals
• Supply of goods to customers with high risk and poor accounts receivable track record
• Handling of complaints (or threat of complaints) with monetary compensation claims
• Entry into legally binding contracts on behalf of Oterra or its affiliates

• Minimum of 3 years sales experience, ideally in food or beverage ingredients
• A knowledge of selling colours and/or applications experience would be extremely advantageous.
• Ability to communicate and coordinate activities at a cross regional and/or global level within Oterra;
• Ability to drive the sales process;
• Fluent in English (written and spoken)
• Fluency in Microsoft Office programs a must;
• Fluency in Salesforce advantageous;
• A growing ability to manage complex issues and work in cross-functional teams;
• Collaborative, solutions-oriented approach;
• Strong written and spoken communication skills.

Why join Oterra?

A unique opportunity to be part of the exciting journey to make the best natural color company in the world. We offer incredible possibilities for functional growth and learning in an international environment with competent and ambitious colleagues. We have a flexible and modern way of working in a culture where we value differences, authenticity, and each other. Furthermore, we provide:

• Dynamic and collaborative working environment in a truly diverse global organisation where you can make impact every day
• Attractive compensation package incl. Health Insurance, Pension, Life Insurance, MyBenefit Cafeteria, Lunch Cards